Welcome to the Same Side Selling podcast and the 350th episode! In this episode, Ian Altman dives into the the importance of optimism, persistence, and effective qualification in professional selling. Ian highlights the pitfalls of solely relying on persistence and emphasizes the need to qualify based on the client's needs, rather than what the seller wants to sell. He introduces the Same Side pitch, client vision pyramid, and Same Side Quadrants as powerful tools for effective qualification. Tune in to discover how proper qualification can transform your sales approach and lead to shorter cycles, increased focus on results, and improved margins.
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Looking for more guidance and support on handling all your B2B sales struggles? You can connect with Ian Altman and learn more about the Same Side Selling Academy through the links below:
Find Your Red Thread with Tamsen Webster
Cold Outreach Problems
Sell More by Showing That You Care with Mareo McCracken
Drive Team Performance with Positive Intelligence
How Top Sales People Build Their Skills
What Makes a Good or Bad Internal Sales Meeting?
The Biggest Presentation Fails
The Trap of Hourly Billing
Referral Mistakes That Cost You Business
The BEST Way to Use LinkedIn to Connect with Prospects
How Do You Know if You’re Wasting Time Pursuing the Wrong Clients?
The Biggest Mistakes in Cold Outreach
Why Details Matter in Sales
How NOT to earn attention (and what to do instead)
The best athletes and musicians do it. Mediocre salespeople don't.
How NOT to have a sales conversation
How to approach sales coming out of a crisis
How to Align Your Sales and Marketing
How NOT to follow-up “just checking in” and what to do instead
How to Plan the rest of 2021 into 2022
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